Posts tagged ‘first meeting’

ABC – Always Be Closing – is so 1992. Try ICC – Inquire, Clarify, and Challenge.



The sales landscape has changed. The famous ABC concept (Always Be Closing) doesn’t work very well anymore. Most advisors and financial professionals don’t sell transactional products, and clients have access to information like no other time in the history. So while the close is still…

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Hello — would you like to buy a 401(k) plan?



I’m sure you’ve never opened up a cold call this way (right?). I’ve yet to meet someone who sold a retirement plan over the phone. The goal of your call isn’t to sell a plan; it’s to get a meeting. Last week we talked about the first step to making cold calling a little…

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